Summary of More Sales, Less Time

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More Sales, Less Time book summary

Rating

8 Overall

8 Applicability

7 Innovation

8 Style

Recommendation

Salespeople face intense, unremitting, psychological pressure. If they don’t sell, they don’t eat. Jill Konrath, author of Agile Selling and other well-regarded sales manuals, conducted extensive secondary research on the most effective time-management and productivity techniques for salespeople. She reviewed and analyzed the work of neuroscientists, psychologists, time-management experts, cognitive behavioral specialists, psychiatrists, sleep researchers and business innovators. Here, she synthesizes and presents – perhaps a bit repetitiously – her extensive, practical findings. getAbstract recommends her productivity strategies to salespeople, account executives, entrepreneurs, consultants, sales support personnel and businesspeople. 

In this summary, you will learn

  • What techniques and strategies salespeople can use to manage their time;
  • How to start and finish your selling day;
  • How to use the time blocks to manage your work;
  • How to help your sales team become more productive; and
  • What methods, such as using the “Time Master Manifesto,” can help you focus your time management efforts.
 

About the Author

Jill Konrath is a globally recognized sales strategist, author and speaker. Her other books include Selling to Big CompaniesSNAP Selling and Agile Selling.

 

Summary

Too Little Time

Time is every salesperson’s most valuable and most limited asset. Salespeople who can’t leverage their time wisely won’t meet their sales objectives or earn the commissions they need. According to the business consultancy CSO Insights, 45.4% of salespeople routinely miss their quotas.

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